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Scenario 2: We Are Looking for a Channel Partner to Sell for Us

In: Business Success in the Gulf Region

Author

Listed:
  • Paul Ammann

  • Gerald Drißner

Abstract

Scenario 2: Stephen Miller is the export manager at the German machinery manufacturer Meier AG. He sees sales opportunities in Saudi Arabia and therefore wants to serve and expand the market with a local partner. Six months ago, he found a channel partner in the city of Dammam. Miller presented his company on site and was pleased with the sales prospects the Saudi partner forecasted. A written agreement was concluded. However, after six months, Miller is dismayed to find that nothing has happened.

Suggested Citation

  • Paul Ammann & Gerald Drißner, 2026. "Scenario 2: We Are Looking for a Channel Partner to Sell for Us," Springer Books, in: Business Success in the Gulf Region, chapter 0, pages 187-252, Springer.
    • Handle: RePEc:spr:sprchp:978-3-658-50198-3_3
    DOI: 10.1007/978-3-658-50198-3_3
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